Diagnostic Sprint
2–3 weeks · one-time
GTM audit, stakeholder interviews, metrics baseline, 90-day prioritized roadmap. Written current-state report and recorded findings readout.
See deliverables →
Fractional RevOps · B2B SaaS · $3–20M ARR
Fractional RevOps leadership for B2B SaaS at $3–20M ARR.
A 2-week diagnostic. A 90-day foundation build. Ongoing forecast governance and quarterly GTM review. One senior operator, fixed scope, written deliverables, an internal owner at your company before the engagement ends.
Engagements
Tier 01 · Diagnostic
Tier 02 · Build
Tier 03 · Govern
Tier 04 · Advise
Four engagements. Productized scope. Written deliverables.
Each tier has a defined deliverable, a defined timeline, and a defined acceptance criterion. The Tier 1 fee credits against Tier 2 if you continue. Pricing shared on the first conversation.
Foundation Build
90 days · monthly cadence
Data model, lifecycle definitions, pipeline stages, forecasting cadence, dashboards, handoff SLAs. Internal owner identified for every system before handover.
See deliverables →Fractional RevOps Leader
6-month minimum · 20–25 hrs/mo
Monthly forecast governance memo, quarterly GTM strategy review, quarterly tech stack roadmap, hiring support. 20–25 hrs/mo.
See deliverables →Executive Advisory
6-month minimum · 4–6 hrs/mo
Monthly 90-minute strategy session, quarterly offsite participation, async availability for comp-plan, tech-purchase, and org-design reviews.
See deliverables →
What we build
The operating system the Foundation Build installs.
Every Tier 2 engagement installs the same five-layer system. Each layer ships with written documentation, a named internal owner, and an acceptance criterion you can verify after the engagement ends.
- Data foundation. Source-of-truth model, required-field validation, enrichment waterfall, historical cleanup to 95%+ completeness. Acceptance: data dictionary signed off, completeness audited.
- Tech stack governance. Renewal calendar, utilization audit, consolidation roadmap, written data flow per integration. Acceptance: roadmap approved, named owner per tool.
- Process & lifecycle. Lead lifecycle, marketing-to-sales SLA, deal stage exit criteria, sales-to-CS handoff template. Acceptance: documented in shared wiki, adopted in CRM automation.
- Forecasting & reporting. Weighted pipeline model, weekly forecast cadence, exec dashboard, manager dashboard, CS dashboard. Acceptance: forecast accuracy improved 30–40% vs. baseline.
- AI-ready layer. Once 01–04 are stable: targeted AI use cases on narrow, mature surfaces (forecasting assist, CS health scoring, lead routing). Acceptance: deployment paired with workflow redesign — never bolt-on.
Cross-engagement standards
What every engagement carries.
Standards apply across all four tiers. They define what "delivered" means before any work begins.
Contract architecture
MSA + SOW model. MSA signed once per client (5–7 pp). SOW per engagement (2–3 pp). Liability capped at fees paid in the prior 12 months — mutual. Client owns work product on payment.
Payment terms
Net 15. First invoice paid before kickoff. Monthly invoicing for retainers and Tier 2 builds — not milestone-based. Change orders priced and approved in writing before work begins. 30-day termination for convenience either side.
Cadence
Tier 1: weekly written 1-page status, in-person final readout. Tier 2: weekly written 1-page status, milestone reviews at day 30 / 60 / 90. Tier 3: monthly forecast governance memo, quarterly GTM review. Tier 4: monthly 90-min session.
Quality bar
A deliverable is done when it has all four: written, has a named internal owner, that owner has reviewed and explicitly accepted it, and a measurable acceptance criterion that can be verified after the engagement ends.
Evidence
Why the practice exists in this shape.
48%
of CIOs, CROs, and RevOps leaders admit their revenue data isn't AI-ready (Clari Labs, 2025).
95%
of enterprise GenAI pilots produce no measurable P&L impact (MIT NANDA).
~3×
EBIT impact gap between AI deployments paired with workflow redesign and bolt-on deployments (McKinsey).
A&Y will not deploy AI, automation, or dashboards on a 60%-complete substrate. Phase 0 is always data hygiene.
Insights
Field guides.
Long-form pieces for the CEO who would rather read 6,000 honest words than sit through a 30-minute demo.
Getting Your Revenue Org AI-Ready
What "AI-ready" actually means at $3–20M ARR. Five layers, six gates, the sequence the 6% of high performers follow — and what looks like progress but isn't.
Read the guide →What it takes to raise a Series A in 2026
The four-pillar operating system that makes the round defensible — Process, Data, Reporting, Accountability — and the nine specific failures that quietly end Series A processes before the term sheet.
Read the guide →First conversation is 30 minutes.
No deck. No pitch. If A&Y isn't the right fit — wrong stage, wrong sector, wrong shape — you'll get a referral to a specialist who is. That happens in roughly one in three calls.
Book a first conversation